PODCAST · business
Let's Chat Sales
by Brendan McAdams and guests
Brendan McAdams and Bob Graham have quick (10-18 min) chats about early-stage startups, sales fundamentals, and other quick tips and ideas for the B2B startup founder.
Episodes
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OpenAI’s Breach Reveals a Massive Problem in Health Tech
In this episode, Larry Trotter II and Brendan McAdams discuss the recent breach at OpenAI and its implications for the healthcare industry. They explore the role of third-party vendors in security breaches, the importance of due diligence in health tech, and the evolving landscape of AI in...
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Secrets to Building a Health Tech GTM Plan
In this conversation, experts discuss the intricacies of go-to-market strategies, particularly in the health tech sector. They emphasize the importance of crafting a compelling brand story that resonates with customers, the necessity of collaboration with vendors, and the significance of...
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From Startup to Scale: Dr. Therese Canares on Selling While Navigating the FDA Approval Process
Summary In this conversation, Therese Canaris, CEO of Curie DX, discusses the innovative approach her company is taking to improve access to diagnostic tests in healthcare. She shares insights on the challenges of sales in the healthcare sector, the importance of customer discovery, and the need...
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#75 - Cold Calling... Does it work?
Making ‘cold calls.’ Everyone talks about it. Everyone has tips and tricks. And lots of people promise results. But does cold calling work? And should you be doing it? In this quick episode, Brendan and Bob dig into the pros and cons of picking up the phone and calling people that you don’t know....
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#74 - Stuff for Sales Calls
Be prepared. So… what does that mean? When it comes to those pesky customer meetings, you should have a check list of the critical tools and resources that can ensure an efficient, professional and successful meeting or presentation. In this quick chat, Brendan and Bob talk about the things you...
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#73 - Stop This... Nobody Cares
One of the fundamental elements of good sales execution is to develop a good understanding and rapport with your customer. And to do that, you need to have conversations that are engaging and focused on the things that are important to your client. And NOT talk about things that aren’t important…
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#72 - Did Your Client Die On You?
We’ve all had it happen. Your prospect or customer goes ‘radio silent.’ They ghost you. No matter what you do, there’s no response. Now what? In this quick episode, Brendan and Bob talk about what you might do to reinvigorate the conversation. But more importantly, they talk about why it happened...
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#71 - My Single Most Important Sales Tip
Email is great. Running ads is comfortable. Writing copy feels like work. But if you want to consistently make progress with your business, understand your customer, and drive revenue and growth, there’s ONE THING that is more important than anything else… especially when you’re in eary-stage...
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#70 - Learn to Love the Grind
Okay… Sales isn’t easy. And sometimes, it can be pure toil and misery. But if you want to grow your business, make customers successful, and achieve success, you can’t ignore sales. And you shouldn’t put it off. (And if you don’t want those things, why are you in business??) In this quick…
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#69 - Guess What? You Have A Personal Brand
Everyone has a personal brand. Simply put, it’s how others think about and describe you. And there are both overt and subtle ways that you can improve (or undermine) that brand. In this quick 10-minute episode, Brendan and Bob talk about how to manage and enhance your personal brand with less...
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#68 - Talking About Your Brand
There is a lot of discussion, and even obsession, around establishing your brand. And while it makes sense to pay attention to how your customers view and talk about your business, it can become a time sink. In this quick chat, Brendan and Bob talk about managing your effort and a few tips to…
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#67 - Sales Tip: Inbound vs Outbound
There is a big difference between an inbound customer, and an outbound cold call. In this quick episode, Brendan and Bob talk about how to think about these two different interactions.
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#66 - Sales Tip: You're Causing Discomfort
As a sales professional, you’re helping your customer. You’re a trusted advisor, a consultant, and helping them make decisions. But you’re also introducing change. And that can be uncomfortable and unpleasant. In this short episode, Brendan and Bob talk about how to think about the process and…
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#65 - How to Quit Your Job
If you’re a founder or creator, chances are you start out doing something on the side. But as things start to scale, you will need to give serious thought to going all in. In this quick episode, Brendan and Bob talk about how to make that transition. Because you don’t want to burn any bridges…
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#64 - Selling When Life Interferes
If you’re like many founders or creators, you’re wearing multiple hats or have more than one project going. Plus, you (should). have a personal life. And there are times when you’ll run into a challenge or life event that requires your full attention. In this quick episode, Brendan and Bob talk...
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#63 - Sales Tip: How to Talk About ROI
In order for B2B customers to buy, they need to know what it’s worth. What will the investment get them? Does it reduce expense? (How much exactly?) Does it earn them new clients, or generate more revenue? (Again, how much exactly?) That is the Return On Investment. And you need to have a solid...
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#62 - Stop Using PowerPoint to Sell
The show is ‘Let’s Chat Sales’ for a reason… we’re urging sales professionals to have real conversations with their customers. And who needs slides to have a conversation? Slides get in the way (most of the time.) They slow down the pace, reduce the topic to what is on the screen, and limit your...
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#61 - Sales Mindset: Know Thy Customer
Before you can solve your customer’s problem, you need to first understand it… and them. What are their priorities? What is in the way of success? How much pain are they dealing with? In this lively 10 minute chat, Brendan and Bob talk about the importance of good customer conversations and how…
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#60 - Sales Tip: Pick Up the Phone
Stop trying to sell via email and text. It’s suboptimal. You’re missing out on the details, the specifics, the clues that you need to be effective. Instead… use the secret feature on your mobile that you’re not using enough - voice calling. In this quick episode, Brendan and Bob share specific…
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#59 - Build Trust, Build Relationships, Build Your Business
Most people get it backwards. They start by pitching, by explaining how their product works and all the special features that are built into it. But customers don't care and they won't listen if you haven't first establish trust and understanding. In this 14 min chat, Brendan and Bob talk about…
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#58 - Sales Mindset - Who Are You?
To be effective at sales, you need to know who you are. What are your skills? Your strengths? What do you stand for? In this episode, Brendan and Bob talk about one of the fundamental aspects of sales - Mindset. And a core component of your sales mindset is knowing who you are.
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#57 - Sales Tip - Are you saying 'Thank You' enough?
Nobody does it alone. If you're having any success in your sales efforts, it's in some measure due to the help and encouragement of others. So thank them. Getting effective and efficient with saying 'Thank you' can supercharge your sales success.... and in this quick 8-ish minute chat we share a...
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#56 - Marketing vs. Sales, with Ryan Law of Animalz.co
In this episode, it's a 15 minute chat with Ryan Law about the relationship between sales and marketing. Ryan is the VP of Content at Animalz.co, an agency that provides high-end content marketing solutions to SaaS and tech companies. Follow him on Twitter at @thinking_slow
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#55 - Sales Tip: One Way to Build Trust Early
Nobody's perfect. We all have our little idiosyncracies and odd character traits... and they can get in the way of your sales effectiveness. So what to do? Embrace them, and get the customer on your side. In this quick 8 minute chat, Brendan and Bob chat about how you can build trust with your...
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#54 - How to think about your 'Ask'
You've done your discovery. You've established trust. You've gotten alignment. Now what? It's time for 'the ask.' What is the decision your customer needs to make? What is it that they need to do next? In this rambling, occasionally amusing ~9 minute chat, Brendan and Bob talk about the…
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#53 - Making Your Sales Pitch: Things to know.
Everyone need to be able to deliver a quick and compelling pitch. Whether you're talking to investors or customers, at a cocktail party or your kid's soccer game, you will inevitably find yourself needing to explain what it is you do and why it matters effectively and crisply. In this 11 minute...
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#52 - More Things You Shouldn't Do On A Sales Call
We're back again talking about things your shouldn't do on a sales call. This time, it's Bob's list. In this very quick 8 minute chat, Brendan and Bob talk about a few more things you should make sure you're not doing when you're selling... To learn more about B2B sales and get regular updates,...
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#51 - SALES TIP: How to identify the decisionmaker.
Who makes the call? Who has the final say in a purchasing decision? It's not always easy to figure that out. But there are things you can do, and questions you can ask. In this 8 minute chat, Brendan and Bob talk about figuring out how to get to the right people. And what to look out for. To…
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#50 - SALES TIP: Don't Do These Things!
We often talk about what you should do when you're selling. Not today! This time, we've got a list of simple things you shouldn't do in a sales call. And they're all very actionable and applicable. And we hope you're not doing any of them. In this quick 10 minute chat, Brendan and Bob run through...
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#49 - SALES TIP: You’ve screwed up. Now what?
Everyone makes mistakes. (And truthfully, if you're not making mistakes... you're not trying hard enough.) So, what do you do when your mistake affects a customer? You need to act. But a mistake can be an opportunity. In this 13 minute chat, Brendan and Bob discuss how you should think mistakes…
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#48 - Timing and the Economy - Get ready!
Things are about to get harder. We're seeing some worrisome signs in the economy...and it's a signal that you can't choose your timing, but you can increase your chances of success. If you're prepared. And being effective at sales is one of the best investments you can make. In this quick <8…
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#47 - Testimonials, references and social proof
One of your best sales tools is the feedback you get from your current customers. But are you actively collecting those testimonials? Brendan wasn't... and he and Bob discuss the resistance behind this. And what changed. And why you should make this part of your standard sales process. It's a…
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#46 - Starting a sales call: Making the first 5 minutes count
The best way to have a great sales call is to start by having a great sales call. At the beginning... in the first five minutes. Because first impressions matter. And establishing credibility and rapport and momentum all matter. In this long-ish (12 whole minutes!) episode, Brendan and Bob talk...
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#45 - The Indy 500 episode: Founders are like race car drivers???
Brendan is just back from the Indy 500...and it was awesome! In this quick ~7 minute chat, Brendan and Bob talk about the parallels between being a race car driver and a startup founder. And there are a few. To learn more about B2B sales and get regular updates, sales tips, templates and other...
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#44 - Events and conferences - How to strike up a conversation
Conferences and other in-person events are starting to come back. And with it, the fear of being alone in a crowd or striking up a conversation with a stranger. In this quick ~12 minute chat, Brendan and Bob break down how they overcome these jitters and make these intimidating networking events...
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#43 - Why is it so hard to find good salespeople?
It's a fact... Finding a good salesperson is hard. Seemingly impossible sometimes. And it is one of the reasons that founders need to develop some sales horsepower of their own. In this quick <9 minute chat, Brendan and Bob talk about why it's hard to find good sales talent, and what you can do...
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#42 - Better Sales: In Search of Blunt Feedback.
It's easy to say Yes... but at some point you run the risk of becoming overwhelmed. Do you have people you can turn to and get the blunt, unvarnished but thoughtful feedback you need? And where do you find those people? In this quick 10 minute episode, we talk about why you need another…
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#41 - Talking About Failure. And a Better Way to Think About It.
Failure can be demoralizing. And discouraging. And cause you to want to go back to your shop and just build new features. But it doesn't have to be that way. And maybe it's all about perspective. In this quick <9 minute chat, Brendan and Bob talk about why you need to make MORE mistakes and hear...
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#40 - One Solid Way to Find New Sales Opportunities
One very reliable way to find new B2B sales opportunities is to talk to people down in the trenches. It's down in the inner workings of the business where the difficulties lie, where the inefficiencies are rampant, and where things are held together by baling wire and chewing gum. In this quick…
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#39 - Understanding Your Weaknesses
We're all quirky. And we all do things differently. The key is to recognize it and then come up with workarounds. This is a super short cha (~ 5 min!) t about how it's not about being perfect... It's about being aware and opportunistic. To learn more about B2B sales and get regular updates, sales...
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#38 - The Best Sales Question
Sales success is heavily reliant on an effective client discovery process. You need to be able to ask the right questions, listen intently, and get detailed answers in order to qualify the opportunity and the client. So what’s the best discovery question? What’s the thing you need to know next?…
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#37 - Want Better Sales Calls? Cut to the Chase
Your customer wants to talk, and they want to be heard. So be efficient. Answer questions quickly, succinctly, crisply. Don't waste time. Salespeople want to talk, but so do customers. So... let them. Brendan and Bob cut to the chase and spend <10 minutes talking about why you should talk less.…
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#36 - What's Your Expertise? Outsource The Rest!
This is a quick one... As a founder that sells and wants to grow your business, you need to be efficient and focus your skills on what you're good at. And you're probably not good at everything, right? In this super short episode, Brendan and Bob discuss how you should think about your time and…
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#35 - Taking Notes
You can't remember everything, so you need to be able to take notes. But how do you do it without taking your attention away from your customer and the conversation? Brendan and Bob spend a quick 16 minutes discussing simple little tips to focus on the right stuff and reduce your note-taking...
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#34 - Wrapping Up a Sales Call
A really good sales call should lead to the next step. But to make that happen, it takes planning and preparation. In this quick 10 minute episode, Brendan and Bob talk about how you can make the most of a sales opportunity by thinking about how to end the conversation... and getting everyone…
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#33 - Accelerator Programs and How to Optimize Your Application
Brendan just finished up running the AccelerateBaltimore program for 2022. And a good accelerator can be a great way for an early-stage startup to jump-start their momentum, develop important entrepreneurial skills, and begin to grow their network. But what should you think about when you are...
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#32 - Chatting About Sales Checklists
Sales has lots of steps, plenty of follow up, and all sorts of details and paperwork. So...How do you keep track and stay efficient? Try a few simple checklists. Atul Gawande's book, The Checklist Manifesto, got us thinking about how to apply them effectively in the sales process. And in another...
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#31 - Your Sales Proposal Strategy
You need to present a proposal to your customer. Do you have a plan? What do you intend to include? How are you handling pricing and terms? In this concise 14 minute episode, Brendan and Bob talk about the key steps and strategies you need to have as you get ready to present an effective,...
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#30 - Startup Founders and the Trouble with Sales Procrastination
Early in the life of your start up, it is easy to delay talking to customers. There's a natural tendency to focus on designing and building and fundraising...and everything other than sales. But that's a bad strategy. Instead, you should be talking to prospective customers early and often. And...
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#29 - Little Things
A lot of sales is a lot of simple stuff. Basic practices. Fundamentals. It doesn't have to be complicated. And those little things are easy to do. And they add up. In this very quick 12 minute episode, Brendan and Bob list a bunch simple little tips and tactics that you can use to build into your...
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ABOUT THIS SHOW
Brendan McAdams and Bob Graham have quick (10-18 min) chats about early-stage startups, sales fundamentals, and other quick tips and ideas for the B2B startup founder.
HOSTED BY
Brendan McAdams and guests
CATEGORIES
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Frequently Asked Questions
How many episodes does Let's Chat Sales have?
Let's Chat Sales currently has 75 episodes available on PodParley. New episodes are automatically indexed when they're published to the podcast feed.
What is Let's Chat Sales about?
Brendan McAdams and Bob Graham have quick (10-18 min) chats about early-stage startups, sales fundamentals, and other quick tips and ideas for the B2B startup founder.
How often does Let's Chat Sales release new episodes?
Let's Chat Sales has 75 episodes. Check the episode list to see recent publication dates and frequency.
Where can I listen to Let's Chat Sales?
You can listen to Let's Chat Sales on PodParley by clicking any episode. We provide an embedded audio player for direct listening, and you can also subscribe via your preferred podcast app using the RSS feed.
Who hosts Let's Chat Sales?
Let's Chat Sales is created and hosted by Brendan McAdams and guests.
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